Unprecedented consumer power, enabled by technology and globalization is driving a revolutionary transformation that will lead to the demise of retail as we know it. The authors provide a unique and essential view of the future of the industry, arguing that a new business model is necessary in these new times, one based on: Preemptive, precise and perpetual distribution; A neurological customer connection; and total control of the value chain. Some of the authors' key insights and predictions include: * The collapse of the traditional retail/wholesale business model: The more enlightened retailers and wholesalers understand they must own and control the creation, distribution and presentation of their value, directly to the consumer.* Internet retailers such as Amazon, must ultimately open bricks and mortar stores: In an over-competed marketplace, preemptive distribution of value to precisely where and how the consumer wants it is vital, meaning that retailers and wholesalers must utilize all available distribution platforms, as well as create new distribution ideas.* Successful control of the total value chain is the key driver of economic success: Control does not necessarily mean ownership, as in complete vertical integration. Rather, it means that one must gain dominant control over all its functions as companies like Wal-Mart and Ralph Lauren, who don't own, but certainly control, their total value chains, demonstrate. * The imperative to control the value chain will favor those who own production: An increasing number of U.S. brands, wholesalers and retailers, will be acquired by Chinese manufacturers and other emerging countries who can produce consumer goods at a low cost.
Acknowledgments
Prologue Tsunami
Introduction The Story 1
PART 1 DEFINING THE THREE WAVES OF RETAILING
Chapter 1 Wave I 25
Understanding Producer Power
Chapter 2 Wave II 35
Learning about Demand Creation in a Marketing-Driven Economy
Chapter 3 Wave III 49
The Final Shift to Total Consumer Power
Chapter 4 Wave III 55
The Transformation
PART 2 THE NEW RULES OF RETAIL
Chapter 5 Making The Mind Connection 75
Neurological Connectivity
Chapter 6 Redefining The Rules Of Engagement 85
Preemptive Distribution
Chapter 7 The Importance Of Value Chain Control 99
The Bottom-Line Winners
Chapter 8 What It All Means 115
Control, Collaboration, Collapse and the Chinese
PART 3 THE MASTERS
Chapter 9 The Master Model 145
Apparel Retail Specialty Chains
Chapter 10 Ideas From The Masters 153
Wholesalers, Retailers or Brand Managers?
Chapter 11 The Turnaround Artists 183
Masters Returning?
